On June 11, join Danny Kerr and Charley Burtwistle (from Buildertrend) for a Project Management Roundtable, where 3 high-performing contractors will hand over the secrets to faster projects, happier customers and fatter net profits. Register now here: https://trybta.com/CE-PM-J25

To learn more about Breakthrough Academy, click here: https://trybta.com/EP216

To the outside world, the word “sales” has gotten a bad rap.

People think it’s all transactional. All about pushing something on the customer in order to get what’s best for the sales rep or the company.

And that can make the act of selling feel uncomfortable, awkward and transactional.

That’s why we wanted to talk to Joe Crisara.

Joe is a seasoned expert in contractor sales training, best known for creating the Pure Motive Service System that helps service businesses ethically boost revenue and closing rates all while doing what’s best for the customer.

In this episode, Joe walks us through five key principles that anyone in sales can adopt today, creating a win-win for the customer, for the sales rep and for the company.

Episode Highlights:

• Get a walkthrough of the Pure Motive Service System from its creator, Joe Crisara.
• Learn how offering three options to every customer will boost your revenue, closing rates and reputation.
• Understand how to use the five principles outlined in Joe’s book, What Should We Do? to connect with your customers, move away from transactional selling methods and maintain integrity in every sales interaction.

00:00-Intro

01:24-About Joe

05:14-About The Book: What Should We Do?

14:00-5 Principles of Pure Motive Service

14:18-Principle 1: Client-Centric Solutions

22:25-Principle 2: Integrity-Driven Sales

26:08-Principle 3: Customized Service Options

38:06-Principle 4: Effective Communication

45:42-Principle 5: Continuous Improvement

50:12-How Joe is Continuously Improving

55:32-Connect With Joe